Patients usually are in the dark about their vision insurance coverage--but that creates an opportunity for your office to do a big favor for them and you. Letting patients know that they have eyecare and/or eyewear benefits eases the cost to them and can increase your revenues for services and optical sales.

Begin by describing product benefits, then the benefit of their plan, and their personal contribution to make this purchase a reality. Ask a variety of “Did you know” questions. Be sure they contain the wellness, product, service and value interests that are important to today’s patient. “Did you know – you could have a yearly preventive eye exam that can detect eye conditions, risks for diabetes, hypertension, high cholesterol, etc.”

Advice, partnerships with vendors, business assistance and a marketing plan provide the optician with the tools that attract customers. Your skills with product and technique keep them. However, almost half of all exams and/or eyewear is purchased within a Managed Vision Care plan. So, emphasize Managed Vision Care as part of the total patient experience.